HCP Inside Sales Manager

Summary

The HCP Inside Sales Manager is responsible for leading and developing the HCP Inside Sales team to drive physician referral growth, improve referral-to-shipment conversion, and achieve departmental performance objectives. This position oversees daily sales operations, account development, NPI activation, and employee performance while collaborating with cross-functional teams to support Company growth initiatives.

Job Responsibilities

• Lead, supervise, coach, and develop HCP Inside Sales Representatives through regular call coaching, pipeline reviews, performance evaluations, and individual accountability.
• Oversee daily sales operations, including employee scheduling, workload distribution, outbound call activities, and achievement of established productivity standards.
• Recruit, hire, onboard, and train team members, ensuring successful development and achievement of productivity expectations within established timeframes.
• Develop and execute sales strategies to increase physician referrals, strengthen provider relationships, improve referral-to-shipment conversion, and drive new NPI activation.
• Monitor and manage departmental KPIs, including referral volume, conversion rates, shipments per representative, outbound call volume, connected conversations, and follow-up activity.
• Oversee Salesforce workflows, ensuring prioritized call queues, accurate account and NPI records, standardized call dispositions, and timely follow-up documentation.
• Partner with Data & Lead Management to ensure effective routing, prioritization, and distribution of qualified physician leads from DTC and other sources.
• Collaborate with Outside Sales to coordinate physician account coverage, optimize phone-based versus field outreach, and prevent duplicate sales efforts.
• Coordinate with the Provider Relations Specialist and Operations to address referral barriers, minimize processing delays, and improve shipment conversion.
• Identify physician objections, payer barriers, competitive trends, and operational inefficiencies while implementing strategies to improve sales performance.
• Prepare and present weekly and monthly performance reports, identify performance gaps, and implement corrective action plans to achieve departmental objectives.
• Administer the HCP Inside Sales commission and performance framework, including monthly activity requirements, incentive eligibility, and performance review standards.
• Ensure adherence to Company policies, HIPAA, Medicare requirements, and applicable DME regulations.
• Perform other duties as assigned.

Qualifications

• High school diploma or equivalent required; bachelor's degree preferred. Equivalent relevant sales management experience may be considered.
• 3+ years of inside sales, telesales, or phone-based B2B sales experience, with at least 12 years in a supervisory or team lead capacity.
• Experience selling into physician offices, clinics, or healthcare provider settings strongly preferred; DME, CGM, diabetes supply, pharmaceutical, or medical device background is a significant plus.
• Demonstrated ability to coach representatives on call quality, objection handling, and pipeline discipline, not solely monitor activity metrics.
• Working proficiency with Salesforce or comparable CRM, including queue management, disposition standards, and pipeline reporting.
• Comfort managing to both activity-based and outcome-based metrics, and holding a team accountable to both.
• Familiarity with Medicare coverage requirements and DME documentation workflows preferred.
• Strong communication skills and the ability to partner effectively across Operations, Marketing, and Field Sales.

Supervisory Responsibilities:

This position directly supervises the HCP Inside Sales Team.

Travel:

This position does not routinely require business travel. Occasional local travel may be required.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit. The employee is occasionally required to stand and walk.

The employee may occasionally lift and/or move up to 10 pounds.

Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

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